Great prospector / bad closer

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May 29, 2008 12:30 am

I've found that I'm pretty good at getting new prospects.  I get them to open up, tell me what they have, who they are working for.  I have a great list of qualified prospects Grade A and have had several good conversations.

 
I think I'm doing something wrong to take them from the prospect stage to the client.  When I was newer everything seemed alright becuase this all happened without thinking about it.
 
If you have any techniques for getting from the qualified stage to the client stage or just the meeting stage would be great.
Thanks,
May 29, 2008 12:35 am

Find their pain and offer a solution.  Present the solution as an either/or, but have both answers lead to doing what you're doing.

 
If that doesn't work, can I have your list?
May 29, 2008 12:44 am

You are actually in a very good position, most people have a hard time prospecting,  I'm opposite a good closer but not so good at prospecting. 

The solution is to team up with someone that complements your weak points, in your case find a good closer that doesn't like to prospect and take THEM to close, split it 50/50 and I bet you see your commissions rise.


May 29, 2008 12:53 am

I will team up if I have to but would rather get good at closing.  I can find the pain and come up with a solution but want them to attend my meeting to solve their problem.  I think I was able to do this early in production. Maybe I should call my training dept.

May 29, 2008 6:08 am
kujhawks300:

I will team up if I have to but would rather get good at closing.  I can find the pain and come up with a solution but want them to attend my meeting to solve their problem.  I think I was able to do this early in production. Maybe I should call my training dept.


You'll get better feedback with more specifics.  What types of contacts/conversations are you having, and where in the process are you getting bogged down?

When & how do you find the pain and come up with a solution?  Over the phone?  In person?  Initial contact?  Subsequent contact?  What do you do when you "come up with a solution?"  Are you recommending specific moves? 

From your post it sounds like you never get to the face-to-face meeting part - is that right?

May 29, 2008 6:56 am

Definitely give us more information.  It doesn't sound as if you have a closing problem.  You have an opening problem.


May 29, 2008 8:30 am

Easy - you're spending too much time talking and not enough time listening.  Let them do most of the talking and they will naturally close themselves (with a little encouragement from you).

 
Keep them talking!
May 29, 2008 6:07 pm

Sounds like your "good" prospects are never going to do business with you. Just stringing you along. I know the type. But, more information might help, like everybody else is saying.

May 29, 2008 6:29 pm
snaggletooth:

Find their pain and offer a solution.  Present the solution as an either/or, but have both answers lead to doing what you're doing.

 
If that doesn't work, can I have your list?
That works in my line of work too.
When I was trained I was given word tracks to use. I still use most of them, and have developed a couple of my own. Don't let them feel like they're on a word track and about to be sold...make it natural, don't venture too far off, and ask for it.
 
If you don't ask for it, you don't get it.
May 30, 2008 1:15 am
kujhawks300:

I will team up if I have to but would rather get good at closing. ............................................. Maybe I should call my training dept.



The best way to learn to close is hands-on experience by watching someone who does it well. Your "training department" is not even close to a substitute for a good mentor.